About the Team
As part of Delivery Commercial Operations (Global Sales Operations), we play a key role in supporting Uber's Delivery businesses (including Uber Eats) by defining Go-to-Market (GTM) strategies, creating detailed execution plans, and overseeing the day-to-day management of the sales organization. We ensure our leaders have rich insights on the health and performance of the business, and we ensure our sales teams have the skills and expertise to provide a delightful experience to the merchants we serve.
The Delivery Commercial Operations, APAC team is responsible for increasing revenue growth through the development, implementation, and ongoing execution of sales strategies and sales enablement and ensuring sales teams have the data, tooling, and systems needed to operate effectively.
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This team is dedicated to supporting the APAC region, one of our largest and fastest-growing markets. We work closely with the VP of APAC and the broader APAC leadership team to drive strategic growth and operational excellence. This team is responsible for leading key functions in the region, including Regional GTM Sales Strategy, Sales Planning, Sales Operations, Sales Insights & Analytics, and the Sales Enablement teams to ensure that our full range of capabilities is applied to support the leaders we serve. Together, we drive alignment and execution to help the APAC region achieve its ambitious growth goals.
About the Role
As a key member of the Global DCO (Delivery Commercial Operations) leadership team, this individual will represent the Regional team's interests while maintaining a strong partnership with Global DCO leaders. This partnership ensures that DCO operates seamlessly as #OneTeam and #OneUber across both global and regional functions. Additionally, this leader will serve as a thought leader for our revenue-generating teams, guiding strategy and execution to maximize impact.
This role demands exceptional leadership, organizational, analytical, and technical abilities, as well as executive-level visibility and a deep understanding of the global business landscape. We are seeking a candidate who not only recognizes what an outstanding Sales Operations function looks like but is also capable of building it into a competitive advantage as Uber enters its next phase of growth.
The ideal candidate is detail-oriented with a strong bias for action and demonstrates a relentless commitment to high-quality execution. They are a skilled communicator, driven to solve some of the most critical challenges facing our organization. Sharp and insightful, this individual will translate complex business needs into practical and impactful sales strategies, while also partnering with IT to develop the necessary tools, data, and processes for delivering world-class sales operations.
This leader will inspire, attract, and develop top talent, creating a high-performance team that supports Uber's continued success.
What You'll Do
Regional GTM Sales Strategy:
- Develop and Lead Regional GTM Strategy: Design and execute comprehensive go-to-market strategies that align with overall business objectives, driving market penetration and sustainable revenue growth across APAC
- Market Analysis and Segmentation: Conduct in-depth market research and competitive analysis to uncover growth opportunities, identify emerging trends, and mitigate potential risks in key markets
- Revenue Growth: Implement initiatives that accelerate customer acquisition, enhance retention, and expand existing accounts to achieve ambitious revenue targets
- Cross-Functional Collaboration: Partner closely with teams across marketing, product, finance, and customer success to ensure seamless alignment and flawless execution of the GTM strategy
- Sales Operations and Efficiency: Streamline sales processes, optimize tools, and enhance resource utilization to boost operational efficiency and productivity
- Customer Insights and Feedback: Leverage customer insights to refine sales strategies, enhance product offerings, and elevate customer satisfaction
- Innovation and Thought Leadership: Stay at the forefront of industry trends, driving innovation and thought leadership within the sales function to keep Uber competitive and forward-thinking
Regional Sales Planning:
- Develop and Lead Sales Planning: Shape and guide the sales planning function, aligning sales strategies with business objectives to drive consistent revenue growth and expand market share
- Forecasting & Target Setting: Lead accurate sales forecasting, demand planning, and the establishment of ambitious yet attainable sales targets that motivate teams and drive performance
- Strategic Sales Planning: Collaborate with cross-functional partners to design both long-term and short-term sales strategies, ensuring seamless alignment with broader company goals and market dynamics
- Performance Monitoring: Define and implement key metrics to track the effectiveness of sales plans and strategies, delivering regular reports on performance against targets and KPIs
- Resource Allocation: Strategically allocate sales resources to optimize team talent, budget, and technology, maximizing productivity and profitability across the organization
- Risk Management: Proactively identify risks or potential challenges in sales execution, and develop contingency plans to mitigate disruptions and safeguard business performance
Regional Sales Operations
- Sales Operations Efficiency: Identify and implement operational improvements that reduce inefficiencies, enhance sales productivity, and ensure alignment between sales teams and business objectives globally
- Quota & Territory Management: Develop and manage global quota-setting frameworks and territory planning to ensure fair and achievable sales targets that align with business goals
- Sales Forecasting & Reporting: Lead the development of accurate, data-driven sales forecasts and performance reports, ensuring global visibility of sales metrics to inform strategic decision-making.
- Resource Allocation: Strategically allocate resources such as headcount, tools, and budget across regions to maximize global sales effectiveness and ROI
- Sales Process Optimization: Design and implement standardized global sales processes to drive efficiency, scalability, and consistency across regions, ensuring best practices are adopted across APAC
- Sales Technology & Tools Management: Provide input on the selection, implementation, and optimization of sales tools (CRM, automation platforms, etc.) to streamline workflows, improve productivity, and enhance data visibility
- Cross-Regional Collaboration: Facilitate communication and collaboration between regional sales teams, ensuring alignment with global sales strategies while allowing flexibility for local market needs
- Sales Training & Enablement: Collaborate with sales enablement teams to deliver global training programs, ensuring sales teams are equipped with the knowledge and skills needed to succeed
- Compliance & Risk Management: Ensure that global sales operations comply with legal standards, corporate governance, and regional regulations, reducing risk and maintaining operational integrity
Basic Qualifications
- 15+ years of direct experience in Sales Operations, Commercial Sales, or Customer Success or related experience
- 5+ years running sales operations (including Sales Ops/Strategy and Enablement functions) in an outstanding sales culture and understands standard methodologies with a deep understanding of the technical systems and tools that support a sales org, and the ability to translate evolving business needs to the technical teams supporting and building those systems
- Experience leading a team for a regional Sales Operations organization supporting a business with at least 300 sales people, and managed a team of at least 12 people
Preferred Qualifications
- Has built, implemented, and monitored sales methodologies, processes, and policies that create concrete results that support revenue goals and ensure controls and accountability
- Experience developing and monitoring enterprise-level sales tools and technology, has worked closely with internal technical leadership to select and implement tools
- Experience with maturing or transforming a Commercial/Sales function with a particular focus on Sales Operations
- 5+ years in SaaS sales / world-class sales culture/sales operations team with best practices
- Experience with a sales/sales operations within a marketplace
- Experience running a workflow from Salesforce.com
- Definable experience influencing organizational change, problem resolution, and communicating complex ideas in coherent terms to a cross-function group in a scaling environment
- Experience communicating with C-level executives effectively
- Adapts to changes in the work environment, handles competing demands and can deal with frequent change, delays or unexpected events
- Ability to work in a fast pace, high-growth, start-up environment with tight deadlines and shifting priorities and be willing to "roll up your sleeves" to drive organizational change
- Experience with Sales Programs based on end client usage, ideally in lower-margin industries
- Track record of collaborating effectively in a highly matrixed global organization
At Uber, we reimagine the way the world moves for the better. From how you get home from work, to how you eat meals, or how you move huge shipments of anything, the work we do is shaping the future of mobility and changing the way people live. To get there, we've brought together a collective of optimists and doers to tackle some of the most challenging problems of our time.